<aside> 📋

I built the lists and email sequences our franchise team runs on in HubSpot Sales Hub: about 10 active lists that sort every new contact by industry, 10+ industry sequences with 4,500+ contacts enrolled, a closed-lost nurture, and a cleanup that removed thousands of bad records. It supported a pipeline of 250+ proposals, 70 closed-won deals and $800K+ in revenue. The owner handled sales calls and site visits. I handled the lists, the emails and the records.

</aside>

What I had to work with

EverLine corporate runs one national HubSpot portal, and each franchise is a team inside it. Our team can't create workflows, custom properties, reports or dashboards, and has no Marketing Hub. When I started in February 2025 we had a pre-built sales pipeline and about 20 contacts. No lists, no templates, no sequences.

So everything below runs on active lists, Sales Hub sequences and clean imports. When I needed something only corporate could add, I asked. They approved a "Proposify opened" property I requested.

Sorting every contact by industry

I created every list in our team's database. The ones that matter are about 10 active lists that each pull in contacts by the Industry property: education, storage facilities, athletic courts, gyms, government buildings, corporate offices and a few more. Each holds 1,000+ contacts. A catch-all list grabs anything with no industry tag, so it gets tagged by hand or sent a general email instead of falling through.

The lists started out manual in late 2025. By the end of Q1 2026 they ran on their own.

Lists only work if the data comes in tagged. ZoomInfo fills in industry for us. CoStar and Leads Gorilla exports don't, so I add an industry column to every CSV before import. That step is why new contacts land in the right list without anyone touching them.

[DIAGRAM 1 HERE: how a contact gets sorted]

The sequences

I wrote 10+ sequences, one per industry, and all the copy in them. I find the contacts and add them, and new list members get enrolled in batches of about 100. 4,500+ contacts have gone through them.

The athletic facilities sequence shows how they're built:

• 7 emails over about 4 months: day 1, then gaps of 2 days, 5 days, 2 weeks, and three gaps of a month.
• Email 1 covers who we are, with a click-to-open brochure and links to our site and socials.
• Two opens or two clicks pull the contact off the email track and give a salesperson an ASAP call task.
• A reply makes a task for me. I answer, set up the call, and send the calendar invite to me and the salesperson.
• The salesperson books the in-person site visit. That's when the deal gets created, and the contact leaves the marketing emails.
• A bounce stops the sequence, and I take the contact out by hand. Unsubscribes drop out on their own.

Contacts who get all 7 emails without engaging go into that industry's nurture: 1 to 2 emails a quarter (athletic facilities gets 2). So do contacts the salesperson marks as nurture after the calls go nowhere, and deals that close lost. Without workflows nothing moves them automatically, so I check what the salespeople mark and enroll those contacts by hand. I set the cadence from research because we had no past data to go on.

[DIAGRAM 2 HERE: athletic facilities sequence]